Selling Power Blogtag:typepad.com,2003:weblog-780938950265136752014-10-08T12:00:00-04:00News and Insight for Sales Leaders by Gerhard GschwandtnerTypePadThe Four Most Powerful Forces in Sales tag:typepad.com,2003:post-6a011571fbc6ed970b01b7c6ef1d68970b2014-10-08T12:00:00-04:002014-10-08T12:00:00-04:00Today's post is by Jeff Seeley, CEO of Carew International, Inc. Check out this Carew International white paper, “Success in the Challenger Sales Role.” “When it comes to sales, the more things change, the more they stay the same.” “The sales profession is completely different from how it was five years ago.” Which of these statements rings true to you? Your answer will depend on your personal perspective and your definition of sales. Both statements are accurate but in very different contexts. When it comes to the sales process and delivery methods, the pace and/or methods of communication, and customer...Gerhard GschwandtnerSeize Today's Selling Opportunities: My Interview with @DMScotttag:typepad.com,2003:post-6a011571fbc6ed970b01a3fd20130c970b2014-07-01T11:18:00-04:002014-07-01T11:18:00-04:00At the Sales 2.0 Conference in San Francisco in May I had the opportunity to interview David Meerman Scott, author of Real-Time Marketing & PR. Here are some highlights from our conversation. Many salespeople are so busy selling that they don't have time to actually be helpful. Newsjacking is the art and science of injecting your ideas into a breaking news story. As a story breaks (the story could be about anything, like a regulation change in your industry) people are scrambling to figure out what it means. If you are an expert, you can create a blog post, a...Gerhard GschwandtnerGoogle Glass for the B2B Sales Professional: Is This Happening? tag:typepad.com,2003:post-6a011571fbc6ed970b01a511acbf2a970c2014-05-01T09:28:00-04:002014-05-01T09:28:00-04:00Recently I interviewed Anthony Iannarino about his initial impressions of his Google glasses. Watch this video and hear how he's using them to take photos by blinking and sync to Evernote via voice command. Also hear the one reason I haven't yet purchased a pair for myself (hint: it is not the price tag). Do you agree that we're going to connect deeper with our computers and integrate them more into our lives by wearing them? What will the impact be on the sales profession? Share your thoughts in the comments section.Gerhard GschwandtnerWinning Isn’t about Your Product or Sales Talenttag:typepad.com,2003:post-6a011571fbc6ed970b01a73d71975e970d2014-02-07T05:00:00-05:002014-02-07T05:00:00-05:00Today’s post is by Kevin Purcell, WW HP Vertica Big Data Sales (Alliances & Channel) at Hewlett-Packard. Hear him speak during his panel discussion, “Using Real-Time Data to Innovate and Drive Revenue Growth,” at the Sales 2.0 Conference in Philadelphia on March 10. A lot of companies think they succeed because they have the best product or because their sales team is the most talented. While a great product and great sales team never hurt, the reality is that, today, profitable businesses are successful because they’re capturing and analyzing lots and lots of data and using that analysis to develop...Gerhard GschwandtnerJay Leno's Secrets of Sales Success tag:typepad.com,2003:post-6a011571fbc6ed970b01a3fca9d941970b2014-01-26T19:03:40-05:002014-01-27T18:49:58-05:00Jay Leno has ranked No. 1 among the broadcast networks in the 11:35 p.m. time slot since 1995. The success of the Tonight Show has helped NBC rake in over $1 billion in profits. As Jimmy Fallon takes over as the new host it is time to review what we can learn from Jay Leno's consistent success. First, success in comedy and in sales hinges on your ability to sell yourself. When Jay started out he had to deal with a ton of adversity and a lot of rejection. He once performed in a place in Atlanta where he had...Gerhard GschwandtnerHow to Win in 2014 tag:typepad.com,2003:post-6a011571fbc6ed970b019b04dfe1fe970d2014-01-16T20:51:32-05:002014-01-21T13:50:47-05:00Seth Godin on how to win in 2014 "You have everything you need to build something bigger than yourself," is one of my favorite Seth Godin quotes. A short conversation with him will leave you thinking for days afterwards. Seth thinks deeper and his ideas grow in an unusual soil. His mind operates on Olympic levels of curiosity. It’s no wonder that over 1 million people read his blog. He has authored 17 books and many of them have made it to the top of the New York Times bestseller list. If you don't know Seth, it's not to late...Gerhard GschwandtnerFour Ways Your Digital Devices Can Help You Do More Businesstag:typepad.com,2003:post-6a011571fbc6ed970b01a3fc35424c970b2014-01-15T00:01:00-05:002014-01-15T11:18:43-05:00Today’s post is by Mike Pugh, vice president of marketing at j2 Global Inc. You’re probably often on the lookout for new tools and technology to help you drive more business. As a marketing executive with a company that provides cloud-based communication tools to millions of customers, I regularly receive feedback from professionals about what actually adds value for them. I’m amazed at how often the tools and techniques that make the biggest difference are easy to implement, inexpensive, or even free. This principle holds true for sales, as well: you can realize big gains in your business with very...Gerhard GschwandtnerSuccess in Real Time tag:typepad.com,2003:post-6a011571fbc6ed970b01a3fc2cfff1970b2014-01-14T00:33:42-05:002014-01-14T00:47:14-05:00While science fiction writers lead us into a world we'll never see in our lifetime, historians remind us of a world that existed before we were born. Technology however leads us into a far more interesting space: real time. Here are just a few examples to illustrate that point. When we are hungry, we go to Yelp and find a restaurant in real time. When we see a breaking news event, we go to Twitter to learn what's happening in real time from citizen journalists. Banks are implementing technology that allows people to manage their money in real time. Big...Gerhard GschwandtnerWhen salespeople should say "no" tag:typepad.com,2003:post-6a011571fbc6ed970b01a510d5facb970c2014-01-13T13:23:09-05:002014-01-13T13:25:08-05:00In the January issue of Selling Power magazine in the Cloud we published a cover story with Seth Godin. To enhance the experience with our content we now add video interviews that I think you will find very helpful. In this short video (3:44 min) Seth explains why saying no to client builds trust and why accepting a no from a client can help you build a stronger relationship.Gerhard GschwandtnerLean Out: 3 Steps to Increasing Revenue in Your Companytag:typepad.com,2003:post-6a011571fbc6ed970b019b0120698e970c2013-11-15T09:48:08-05:002013-11-15T10:08:38-05:00Today's blog post is by Dan McDade, author of The Truth About Leads. Recently, over a cup of coffee, Dan Waldschmidt (Waldschmidt Partners) and I talked about the herd mentality that causes many well-intentioned businesspeople to follow the crowd blindly – often in the wrong direction – based on one so-called expert or another proclaiming that “cold calling is dead” or “content is king,” as though it were all that simple. Dan subsequently published a blog post called “Sometimes the experts are idiots. So just go be awesome.” Read the post, but here are some thoughts he shared. He wrote...Gerhard Gschwandtner